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#2015ConnectCon @connectmembers facebook.com/connectmembers#2015ConnectCon @connectmembers facebook.com/connectmembers
#20...
#2015ConnectCon @connectmembers facebook.com/connectmembers#2015ConnectCon @connectmembers facebook.com/connectmembers 2
L...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Prospecting Using Connect
#2015ConnectCon @connectmembers facebook.com/connectmembers
Backstory: A CRM Driven World
Evolution & Dilemma
•  Rolodex C...
#2015ConnectCon @connectmembers facebook.com/connectmembers
What is it and how can it help?
5
A method to;
•  Manage Proce...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Simple Tools
Data.com/connect
Shopping with contacts
Microsoft...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Own Accounts – Not Records
7
Many resources to
obtain account
...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Bring Life to Data.com Records
8
●  Data.com Merge Template.do...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Merge Records A-Z CP Kelko
v05.doc
Have an account with 300 co...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Engage - Take Notes – Promote - Demote
10
•  Move the Records
...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Scribble – Enter Data – RePrint – Stack
Actionable - Visible –...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Mission Accomplished! CP Kelko v10.doc
12
#2015ConnectCon @connectmembers facebook.com/connectmembers
Transform Sterile Data
Integrated Time Management
Versioned - ...
#2015ConnectCon @connectmembers facebook.com/connectmembers
Thank YouThank You
14
#2015ConnectCon @connectmembers facebook.com/connectmembers
Coming Up at 10:50 a.m.
What Switching Your
Email Service Prov...
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Data.com Connect Presents: Robert Wolfrum & Amanda Stam - Learning the Connect Ropes: B2B Account Mapping & Cracking for Maximum Lifetime Value

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Data.com Connect Presents: Robert Wolfrum & Amanda Stam - Learning the Connect Ropes: B2B Account Mapping & Cracking for Maximum Lifetime Value

  1. 1. #2015ConnectCon @connectmembers facebook.com/connectmembers#2015ConnectCon @connectmembers facebook.com/connectmembers #2015ConnectCon @connectmembers facebook.com/connectmembers
  2. 2. #2015ConnectCon @connectmembers facebook.com/connectmembers#2015ConnectCon @connectmembers facebook.com/connectmembers 2 Learning the Connect Ropes: B2B Account Mapping & Cracking for Maximum Lifetime Value Robert Wolfrum Director, SAP Practice Development @RobertWolfrum www.murflow.net meetup.com/ChicagoDataConnectors murflow@gmail.com (312) 731-9100 Amanda Stam Data.com Senior Success Agent astam@salesforce.com
  3. 3. #2015ConnectCon @connectmembers facebook.com/connectmembers Prospecting Using Connect
  4. 4. #2015ConnectCon @connectmembers facebook.com/connectmembers Backstory: A CRM Driven World Evolution & Dilemma •  Rolodex CRM Bucket •  Protection Against Churn •  Business Analytics •  Everything for Everyone •  Management, marketing, clients ... you? Solution •  Put a threshing machine in front of your CRM 4
  5. 5. #2015ConnectCon @connectmembers facebook.com/connectmembers What is it and how can it help? 5 A method to; •  Manage Process •  Isolate Decision Makers •  Resolve any account •  As well as: •  A place to put data •  Distill without deleting •  Transform data into information •  Everything you need to win in one place
  6. 6. #2015ConnectCon @connectmembers facebook.com/connectmembers Simple Tools Data.com/connect Shopping with contacts Microsoft Word Unstructured Big Data Enrich with LinkedIn Engagement Prerequisite And much more…
  7. 7. #2015ConnectCon @connectmembers facebook.com/connectmembers Own Accounts – Not Records 7 Many resources to obtain account information
  8. 8. #2015ConnectCon @connectmembers facebook.com/connectmembers Bring Life to Data.com Records 8 ●  Data.com Merge Template.docx ●  Source: Data.com Download ●  Download Templates: ○  TinyURL.com/murflow
  9. 9. #2015ConnectCon @connectmembers facebook.com/connectmembers Merge Records A-Z CP Kelko v05.doc Have an account with 300 contacts? Consider Exporting 9
  10. 10. #2015ConnectCon @connectmembers facebook.com/connectmembers Engage - Take Notes – Promote - Demote 10 •  Move the Records •  Engage •  Referrals make a Superset •  Note Role & Relationship •  The 5 Ws can guide you •  The Account Story is your Mission
  11. 11. #2015ConnectCon @connectmembers facebook.com/connectmembers Scribble – Enter Data – RePrint – Stack Actionable - Visible – Accountable 11
  12. 12. #2015ConnectCon @connectmembers facebook.com/connectmembers Mission Accomplished! CP Kelko v10.doc 12
  13. 13. #2015ConnectCon @connectmembers facebook.com/connectmembers Transform Sterile Data Integrated Time Management Versioned - Transparent - Reportable Career Transforming Repository Summary – Q&A 13
  14. 14. #2015ConnectCon @connectmembers facebook.com/connectmembers Thank YouThank You 14
  15. 15. #2015ConnectCon @connectmembers facebook.com/connectmembers Coming Up at 10:50 a.m. What Switching Your Email Service Provider Won’t Fix Presenter: Michael Kelly Room: Rafael 1 Call Reluctance: 3-Steps to Overcome Your Fear of Rejection When Selling by Phone Presenter: Michael Pedone Room: Rafael 2

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